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Sales and Distribution Management
Detailed Table of Contents

Chapter Title No. of Pages
Part - I         The Sales Perspective
Introduction to Sales Management Chapter 1 Details/Summary 14
The Sales Organization Chapter 2 Details/Summary 24
Sales Functions and Policies Chapter 3 Details/Summary 14
Personal Selling Chapter 4 Details/Summary 26
International Sales Management Chapter 5 Details/Summary 24
     Part - II         Planning the Sales Effort
Sales Planning Chapter 6 Details/Summary 17
Sales Budgets Chapter 7 Details/Summary 11
Estimating Market Potential and Forecasting Sales Chapter 8 Details/Summary 13
Sales Quotas Chapter 9 Details/Summary 16
Sales and Cost Analysis Chapter 10 Details/Summary 21
                                  Part - III         Organizing and Directing the Sales Efforts
Hiring and Training Sales Personnel Chapter 11 Details/Summary 24
Time and Territory Management Chapter 12 Details/Summary 13
Compensating Sales Personnel Chapter 13 Details/Summary 20
Motivating the Sales Force Chapter 14 Details/Summary 18
Leading the Sales Force Chapter 15 Details/Summary 15
Evaluating Sales Force Performance Chapter 16 Details/Summary 23
       Part - IV         Distribution Management
Marketing Logistics Chapter 17 Details/Summary 17
Marketing Channels Chapter 18 Details/Summary 16
Channel Integration Chapter 19 Details/Summary 16
Channel Management Chapter 20 Details/Summary 09
Part - V         Channel Control        
Evaluating Channel Performance Chapter 21 Details/Summary 12
Managing Channel Conflicts Chapter 22 Details/Summary 13
Channel Information Systems Chapter 23 Details/Summary 16
                        Part - VI         Channel Institutions & Future Trends
Wholesaling Chapter 24 Details/Summary 18
Retailing Chapter 25 Details/Summary 26
Ethical and Social Issues in Sales & Distribution Management Chapter 26 Details/Summary 15


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